3 Easy Ideas to Keep Your Clients Coming Back for More

Published by under Marketing Tips

Don't Let Your Clients Walk Away

A few years ago I went to see a naturopath. It was the first and only time I have ever seen a naturopath. In actual fact, I enjoyed the consultation and found it to be quite helpful, yet I have not bothered to go back.

Since then, I have often reflected back on that initial visit and thought: “perhaps I should go again?”. But that’s the extent of it. I never made the call to book another appointment.

Now, the naturopath herself could be forgiven for thinking I haven’t returned because:

1. I wasn’t satisfied
2. I found another naturopath.
3. Her advice didn’t help me.

Nothing could be further from the truth.

So why didn’t I go back?

Well the number one reason is that my life (like your clients’ lives, no doubt) is very busy. A visit to the naturopath is not a priority and is generally not on my mind.

Are your existing clients staying with you?

Are they returning for repeat business?

If not, why not?

One of the worst mistakes you could make is to think it’s your fault. By that I mean, don’t assume you have done something wrong. Don’t assume your client has found another service-provider or store.

Don’t assume anything. Find out! Make follow-up phone calls (or emails at least) to your existing clients. Find out how they are doing and stay in touch.

Here are 3 key ideas to ensure your existing clients stay with you and bring your repeat business.

1. Make Regular Contact

Once your client has made their initial purchase, don’t let them walk away forever. Instead, make at least one follow-up contact. Ask them for feedback about your service. Don’t be afraid of negative comments because you’ll find that even if a customer has some complaints, they’ll respect you more for following up with them.

Aside from follow-up phone calls and emails, begin making contact by a weekly or monthly newsletter. Let all your clients know about your current work or products, recent great feedback and testimonials… and of course new offers and specials. By doing this, you are pushing your brand and staying in the forefront of your clients’ minds.

2. Deliver and Monitor High Quality

Give your clients the best you can give. But don’t stop there. Be sure to constantly improve your offering. Use your feedback to improve. Monitor your competition to make sure you stay on top of the game.

When your clients are impressed with their initial transaction, they’ll be more than happy to return to you for more!

3. Add Value

Sometimes it’s obvious how a business could add extra value to client transactions. Other times, brainstorming is required. I personally add value to my copywriting services by providing clients with general direct response marketing advice. A graphic designer could add value by understanding their client’s business and business goals, then offering products and services to help meet those goals. For example, instead of just designing a corporate identity and that’s it, why not offer to outsource copywriting, web site building and marketing services?

Any way you can make your client’s life easier and make them feel like they’re getting “bang for their buck”, you’re adding value. They’ll thank you for it by bringing you repeat business and even referring you to their friends and colleagues.

Now Get to Work on Your Business

I honestly believe that if my naturopath had followed up with a phone-call (or even a standardized “how are you going?” posted letter or email), then I would have gone back for another appointment.

If she were sending out a weekly or monthly newsletter, highlighting the success of her other clients & special offers, I would be even more prompted to return.

So it’s time to stop and ask yourself:

What can you do to ensure your clients return?

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Momentum is key in cash generating sales copy

Published by under Copywriting Tips

Momentum in copywriting

From the moment your reader glances upon your salesletter, you must take the lead. You must catch their attention, grab their interest… then hold them tight as you steadily guide them through your sales pitch.

If you’ve ever written a salesletter, you’ll know that’s not so easy to do!

When I’m writing a salesletter, I like to visualize a snowball rolling down a hill. Just as you see in the cartoons… it grows larger and larger… and gets faster and faster as it gathers more snow and more momentum.

That’s what I want to create in a salesletter. I want my readers to effortlessly tumble through the copy. I want them to feel compelled to read… that it’s difficult for them to click away! How do I achieve that? Here’s a few tips for creating momentum in a salesletter:

  1. Story – this is an obvious one! It’s also the easiest way to write sales copy… simply tell your story. Stories – real stories – grab people’s interest… they want to keep reading to discover what happened in the end. Integrate a great story into the beginning of your sales material and you’re onto a winner.
  2. Emotion – creating emotion in sales copy gives massive momentum. Use words, testimonials, statistics, stories and pictures to evoke emotions such as jealousy, desire, greed, hope, fear and happiness. Arousing emotions in your prospect is the glue that sticks them to your sales page. Emotions have priority over reasoning… so they’ll keep reading to satisfy their emotions, even if their mind is reasoning otherwise.
  3. Mystery - this is an area many copywriters overlook and yet it is extremely powerful in creating momentum. My favorite way to create mystery is to use cryptic bullets. These are bullets that give the reader a promise… but don’t reveal how the promise will be kept. Many times, a prospect will buy because of ONE bullet alone! Another way to create mystery is to leave your story unfinished… at least until they’ve read to the end of your sales letter. The suspense will pull them through your letter, they’ll be eager to keep reading.

So there you have 3 super copywriting tips for creating momentum in a sales latter.

Of course, there are many more. If you have your own tip, I’d love to hear about it in the comments section. Go ahead and share your ideas on this blog.

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The One Business Skill That Makes You Millions

Write yourself a swimming pool with Sales Copywriting

This quote from Paul McCartney says it all:

“Somebody said to me, ‘But the Beatles were anti-materialistic.’ That’s a huge myth. John and I literally used to sit down and say, ‘Now, let’s write a swimming pool.’” – …” Paul McCartney

Imagine being able to do that.

Imagine you could write yourself a swimming pool… or a Ferrari… or even your next bill repayment.

Wouldn’t it be wonderful to know if you needed something, you could simply create the money you needed by writing? You’d just write a song… or a letter… or an advertisement?

It’s exactly that notion that got me started in copywriting.

I love the idea that words give me the power to sell something to the marketplace with a simple letter. When I say “love”, I mean LOVE! Personally I can’t get enough of copywriting strategies and techniques… whether they be old or new… I invest a lot of time researching and testing sales copy to find the tactics that *work*.

And I encourage you to do the same.

Whether you’re selling digital downloads, membership sites, real tangible products or even services, sales copy has almost magical powers to transform your business from mediocre sales to millions of dollars in turnover.

You see, I’ve witnessed the difference between poor sales copy and professional sales copy:

  • A mortgage broker I know had a website with poor sales copy… it didn’t generate a single phone call.
  • A digital download store had no sales copy for their products other than product title and description… they were lucky to sell one download per week. Certainly not enough to make a living!
  • A parquetry flooring company I worked with didn’t bother to write sales material for their website. They used pictures and some brief blurbs written by their web design company. Needless to say, the website was a flop.
  • I was speaking with a man who had created his own unique language software. He had a great product, responsive market and even good traffic to his site… but he was making only 1 or 2 sales per month. The reason: he had written his own sales letter… and it SUCKED! Now this man has my complete respect, because unlike many dreamers out there, he had got off his backside and made a MASSIVE effort to create his product and website. Yet, he was crippling his sales because he thought he could do EVERYTHING himself.

The truth is, it doesn’t have to be so hard!

There are many great courses – some which I’ll be recommending here soon – that teach you how to write persuasive copy.

That said, I need you to understand something. Some people would have you believe that writing sales copy is a simple matter of learning a formula and plugging in your product details. On the one hand, that is true. If your budget is tight, then that’s a good way to get STARTED. Some sales copy is better than no sales copy.

On the other hand, you will seriously CAP YOUR SUCCESS if you don’t exploit copywriting to its full potential. If you truly want to see MASSIVE RESULTS… if you want sales copy that performs like a well-trained , talented, hardworking salesman… then you cannot stick to a skeleton salesletter formula. Doing so will choke your sales.

Instead, you need to beef up your sales copy with professional know-how. You need to learn the power of persuasion. You must skillfully exploit your story. You must harness the hypnotic power of cryptic bullets. You must tweak your copy. You must test your copy. This is what must be done to FINISH successfully!

Now that you understand this, you need to make a choice:

  1. Do you want to write your own sales copy and learn the one skill that will make you a great success? If yes, then be prepared to invest time into learning sales copy… for the rest of your career. It is an endless pursuit… there is always something new to learn! It’s an exciting journey and I encourage you to join me.
    OR
  2. Would you prefer to work on your business and not in it? Look, if you’re not passionate about writing like I am, then investing hours into educating yourself on copywriting is going to be HARD SLOG. Seriously, (I’m not trying to sell my services to you by saying this – although you’re welcome to contact me), you would be much smarter to entrust a professional with your sales copy

Whether you learn the skill of copywriting yourself… or decide to harness the power of sales copy through hiring a professional copywriter, you’ll be making the smartest decision you can make when it comes to boosting the sales of your business.

Keep an eye out for my next blog post and email this to your friends if you’ve found it helpful. I’ll be posting as often as I can, but I’m excitedly writing copy for one of my own offline products right now… so I’ve got my head buried in that for now.

Please leave your comments below and I look forward to hearing about your own experience with sales copy… both online and offline.

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